Your Blueprint for Success

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Your Blueprint for Success
U.S. General Services Administration

• National Small Business Summit
• May 18, 2005

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Enterprise Development Center Profile

• Part of the GSA Federal Technology Service (FTS)
  in the National Capital Region
• Your access point in the NCR
• Recognize the value of Industry/Government
  Partnerships
• Focused on DC customer base
• Establishing Expanding Relationships with
  Industry Partners

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Focus on Important Activities

• Information Gathering
• Competitive Analysis
• Time Management
• Market Analysis
• Preposition for Success
• Networking

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9 Keys to Success 1 Get the Right Start

• FEDBIZOPPS a valuable tool
• Know what agencies are buying
• Long range Five-Year strategic plan
• Tactical Two-Year plan
• Government contracting offices
• Youll need two years experience/track record
• Develop project management skills
• Structure your business lines for success

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9 Keys to Success 2 Help Us Meet Our Goals

• Every agency has annual socio-economic goals to
  meet
• These goals increase the ability of small
  businesses to compete in the Federal market
• Determine your eligibility for these preference
  programs
• Understanding how they work in the real world is
  critical

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9 Keys to Success 3 Develop the Right Network

• Develop a network of Industry Partners
• Schedule holders
• Preference group owned businesses
• Businesses providing complementary services or
  products
• Get to know them Match your style
• Assess their capabilities
• Your success will be tied to theirs so be sure
  you will get along on the job

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9 Keys to Success 4 Meet the Right Feds

• Find out which agencies buy what you sell
• Always lead with the requirement
• Meet the Buyers and Program Managers
• Do your homework and meet the OSDBU
• a partnering matchmaker
• The importance of a good past performance should
  not be underestimated

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9 Keys to Success 5 Focus and Research

• Become an Agency Expert
• Focus on an Agency that needs your core business
  line
• Follow the money and the program initiatives
• Chart the organization, their budget,
  purchasing history
• Find out where they need the most help
• Sell to the solution that meets the need
• Find out what they are worried and concerned
  about most in their jobs

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9 Keys to Success 6 Stay Flexible

• Maintain the flexibility to respond to
  requirements within your comfort zone
• Pay attention to the Source Selection Process
  evaluation factors key to bidding a job
• Develop proposal writing skills
• Use your network for teaming opportunities
• Provide a complete/total solution
• Keep looking for internal cross-functional
  (lateral) sales in the agency

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9 Keys to Success 7 Know the Ground Rules

• FAR and Government contracting always changing
• Put together good cost proposals
• Include risks and mitigation strategies
• Become a savvy negotiator
• Understand indirect costs and overhead fees
• Prepare to call in expert help when necessary
• Remember that Performance Ratings are critical in
  the contract renewal process

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9 Keys to Success 8 Use Existing Information

• Make full use of existing information
• FEDBIZOPPS
• The Federal Yellow Book or other Research Tools
• EBuy
• Federal Procurement Data System
• FedBid
• Schedules e-Library
• SBA
• Nonprofit organizations and associations

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9 Keys to Success 9 Working with Prime
Contractors

• Be prepared to bring something to the table
• Know their socio-economic goals
• Develop a good reputation
• Provide good customer service
• Find a niche market
• Keep an eye out for new opportunities
• Be really good at what you do
• Finds ways to share success
• Have some fun

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Where to Find theEnterprise Development Center
GSA Regional Office Building NCR Federal
Technology Service Suite 6023 301 7th D
Streets, SW Washington, DC 20407
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How do You Contact Us?

• Terry McNair, Director
• 202-401-9400
• Email terry.mcnair_at_gsa.gov
• Antoinette Huff, Office Manager
• 202-401-9400
• Email antoinette.huff_at_gsa.gov
• Ruth Starr, Enterprise Development Specialist
• 202-205-4960
• Email ruth.starr_at_gsa.gov
• Tom Barroso, Enterprise Development Specialist
• 202-401-4636
• Email tom.barroso_at_gsa.gov
• Ron Mock, Enterprise Development Specialist
• Direct Number 202-401-4624
• Email ron.mock_at_gsa.gov